Recently my friend and Yoga Instructor were chatting about the famous excuse we often get “I’m not in shape enough for Pilates.” Well, she gets “I’m not flexible enough for yoga.” I say it’s famous because I know all of you instructors have heard the same phrase before too. “I’ll call you when I get more in shape, flexible, have more time and insert-latest-excuse-for-procrastination-here.”
I remember when I was a new instructor trying so hard to win them over and responding with all the ways that Pilates would help them get in shape, become more flexible, save them time at the gym, etc. Now, years later and a schedule so full of coaching and teaching I do not have the space for clients not begging for a slot I wish someone had told me a better way to respond to those “excuse filled potential clients.”
You know who I am talking about, those people that are soo busy! They have this and that. Then there are those who want to lose weight before they start. How about the ones that are going to do their own thing for a bit and when they are stronger they will come back? How are you supposed to respond to these clients? Should you? Do you beg? Do you begin listing all the bullet points and Pilates principles to get them to sign up? Do you shrug your shoulders and walk away?
None of the above! Seriously, you cannot convince anyone of anything with words. You’re not going to change their mind in a moment. They have made their minds up. All you can do is be an open and welcome space for when they are ready. Wait! Don’t click off this or roll your eyes at me just yet. I promise I have tips for you.
Try these tips:
1) Are your website and social channels an open and welcoming space showing what life as a Pilates client with you is like? If you have videos and images of clients like them doing Pilates, then your studio will speak for itself. If this client can see themselves in your studio, see inflexible students getting their Pilates on or, reading testimonials from clients who came super out of shape and now because of you are in their best shape. Maybe, they see a class schedule designed for the busy working client? Instead of telling them you can help them with their problem show them how you do that!
2) Understand but don’t agree You can totally empathize with them but you don’t have to agree with them. Just because I said you cannot talk this person into changing their mind doesn’t mean you agree. Take the time to get to know them a bit more and connect with them. Some people like to throw their excuses out there to “pre-reject” and protect themselves from possibly being humiliated or rejected. In their mind, you might not want to work with them because they are too insert reason for not starting Pilates here.
3) Play a little hard to get You know how in the dating world we all want the person who didn’t call us back? We pine for the person that isn’t paying attention to us. I’m not saying practice bad business and not return calls, emails or walk away from these excuse spewing potential Pilates clients. But, what if you heard what they have to say and understood what they had to say and then told them “when you’re ready to let me know. Hopefully, I’ll have a slot for you.” With your kindest smile and your genuine tone. This is not to be confused with passive-aggressive “I’ll show you” tone. After all, you do hope you have room for them when they are ready. And, you only want a client to contact you when they are willing. Be kind and supportive and then let them go. They’ll walk away wondering why in the world where everyone is trying to get anyone to do something you are not. You’re not begging for them to take Pilates from you.
Fear of not being good at something, fear of being rejected, fear of change and fear of no longer having the excuses we tell ourselves as reasons why we haven’t hit our goals is incredibly powerful. You know Pilates is the best thing for them. That Pilates is tailorable, and there is a Pilates practice for everybody out there at the level they are. But, for you (often a stranger) to be able to overpower what is in their head is tricky. You’ll leave the conversations frustrated for them and you. After all, you need to build your business. Make sure your website and handles all show the welcoming space you are for your ideal client and spend your time going after the clients who are open to change!
I know easier said than done. But, trust me it works!
Looking for feedback on if your website and social channels, coaching on your business contact me here. I save a few coaching slots each month for Pilates consultation. Lastly, Summer Session of Business webinars will be announced next week!! But, before I go live with the schedule you still have time to give your input. Click here and give your feedback.